What if you could amp up your sales process in two weeks and take it from 5-star to 6-star? When you combine your CRM with a quote-to-revenue platform, be ready for greatness.
Salesforce is the market leader in CRM solutions. With so many companies invested in Salesforce, their ever-present challenge is to innovate in ways that add value to the end user. People who use Salesforce CRM as part of their daily habit are looking for ways to improve their sales process and daily workflow.
Marc Benioff, Salesforce CEO, said: “in each and every case, [our customers are] working to understand and have a 360-degree view of their customer.”
How to use DealHub to get a better understanding of their end-customers in Salesforce is the challenge that many of our customers asked us to solve.
Understanding your current Salesforce CRM limitations
It is crucial that your CRM (Customer Relationship Management) software gives you a clear understanding of your customer. Specifically:
- Who they are
- What they buy
- Why they buy it
When selling to other businesses, you will also need to know who is responsible for decision-making and which stakeholders will have an input in that decision. Best practice in many discovery conversations is to ask what their ‘buying process is’ so you can understand not only ‘who’ but also ‘how.’ There is more to know about understanding your customer needs that we often push to the side.
Salesforce as a CRM does an excellent job of logging and measuring the milestones in a Sales Process and allowing you to drill down from the total pipeline to individual Opportunities and Contacts. At a contact level you can see their activity history, but no rich insight into how they have experienced your communication touch points.
Recognizing your growth opportunity
Sales Engagement Platforms (SEP) are a type of sales technology that measure buyer engagement throughout their journey. As each stage progresses closer to ‘closed won’ the value of that engagement becomes higher. You could also say that the value of the engagement insight becomes more valuable too. You can derive buyer knowledge from the content you have sent and how it has been received.
Strong buyer engagement is a by-product of personalizing your messaging and including relevant content that elevates their thinking. When you measure sales engagement, your sales process follows this flow:
Leveraging buyer signals helps sales teams close more deals. DealHub’s customers see up to 27% increase in win-rate over the industry competitors. Our CPQ and DealRoom connect seamlessly with Salesforce CRM to capture intent signals. DealRoom and DealStream features create the perfect environment to share deals and engage buying teams.
DealRoom and DealStream streamline and optimize the sales process by guiding, engaging, analyzing, and adapting in real time.
- DealRoom provides a centralized, personalized digital sales room for buyer and seller collaboration. It guides buyers with relevant content and resources tailored to their quote. It ensures the right content is delivered at the right time, helping move deals forward smoothly.
- DealStream delivers real-time engagement data and buyer intent signals, offering deep insights into buyer behavior.
- Real-time visibility: See live interactions as prospects engage with your proposals.
- Prospect insights: Track who’s opening, sharing, and downloading your proposals.
- Real-time visibility: See live interactions as prospects engage with your proposals.
DealHub empowers sales teams to engage effectively, understand buyer intent, and optimize their approach based on actual buyer behavior for faster, more informed deal cycles.DealHub’s bi-directional integration with Salesforce provides a seamless user experience for its customers and allows them to take advantage of advanced CPQ and sales proposal capabilities for Salesforce.
Knowing when to optimize your sales process
Most Sales Operations teams swing from one extreme to the other and fail to see the ‘right’ signals or create a purpose-built process. They start by responding to internal pains and complaints. When they become frequent or costly enough, they make a purchase and add it to their stack.
This often leads to disjointed sales stacks with siloed workflows and data. A better approach is investing in a CPQ with a deal room built-in, like DealHub. A connected approach helps youl achieve the following:
- Create a real-time view of each buyer
- Avoid an information silo
- Avoid duplication of spend
- Avoid duplication of effort – the cumbersome task of managing multiple systems and processes
- Get the technology working for you! (not the other way around)
- Build a process that is robust when scaling, and detailed enough to give you ongoing insight
Integrating Salesforce and DealHub bridges the gap
It’s not only us at DealHub that are saying it’s mission critical for you to intimately know your customer; Marc Benioff also supports our value statement for Salesforce users when he says, “…integration is mission-critical for our customers to gain that 360-degree view of their customer.”
The reason that Salesforce has a such a large AppExchange is the fact that they recognize both their core competency and their limitations.
DealHub is here to bridge the gap, complete the view of your customer, and give you a seamless platform experience within your sales process. The cost of not adopting this approach is that you will become less competitive in the deal process at an increasing rate.
If any of these insights stood out for you, I’d love to hear from you. We’re here to help, so learn from our industry experience and hit your quotas.
